Manager SFE

Division

Department

Sub Department 1

Job Purpose

The role will be responsible for implementing SFE process, optimizing field efforts, sales performance, driving strategic customer engagement, performance management and managing critical sales enablement systems.

Key Accountabilities (1/6)

SFE Framework Implementation

Develop and execute a comprehensive Sales Force Effectiveness strategy tailored to Emerging Markets and Australia in collaboration with  Central SFE Team.

• Drive process-centric customer engagement through:
  • Regular communication and update mechanisms
  • Strategic customer segmentation and targeted approach
  • Continuous monitoring and refinement of engagement strategies
• Create and implement best practices for sales team performance optimization

Key Accountabilities (2/6)

2. CRM System Management

System Administration

• Oversee complete CRM system lifecycle management
• Ensure system reliability, performance, and continuous improvement

Key Accountabilities (3/6)

Master Data Management

• Act as admin
• Maintain and update master data with highest accuracy
• Implement data governance protocols

• Design and deliver comprehensive CRM system training programs
• Develop user guides and support documentation
• Monitor user adoption and system utilization metrics

Core Skill Sets

Incentive and Rewards Program Management

Incentive Program Design and disbursement.

• Assist Central SFE develop innovative incentive structures
• Manage incentive program budgets
• Incentive calculation and timely and accurate disbursement
• Implement incentive and target setting framework.

Key Accountabilities (5/6)

Performance Management

• Manage sales management BI tool
• Generate excel dashboards, reports and update
• Maintain sales, efforts and incentive records for audit.

Cross-functional collaboration : 

• Collaborate with the Central SFE and manage activities as per the framework.
• Marketing, medical, analytics, SFE, Training, Supply etc) to align on brand messaging, communication, training, availability

Key Accountabilities (6/6)

Major Challenges

• Fragmented systems, datasets, and approaches across each DTM to best fit country’s go-to-market strategy
• Stakeholder management – need alignment across multiple functions and stakeholders (CM, EM leadership, Global SFE, local Finance, HR)

Key Interactions (1/2)

• DTM stakeholders (country managers, field force leads)
• EM leadership team
• Global SFE teams

Key Interactions (2/2)

Third-party vendors (light-touch, likely only for Germany) providing field-force data

Dimensions (1/2)

• Monthly dashboard summarising rep-level performance vs incentive plan
• Monthly dashboard summarising field-force performance at country level vs agreed KPIs & target

Monthly/Quarterly dashboard showcasing field-force driven performance vs market

Dimensions (2/2)

Key Decisions (1/2)

Key Decisions (2/2)

Education Qualification

Graduate in any field with commercial background

Relevant Work Experience

• 5 - 8 years of experience in relevant SFE roles 
• Good analytical and hands-on excel skills

Good communication skills